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Personalizing your offer in a negotiation can have a significant impact on the outcome. It can help to establish a connection with the other party, making them more likely to consider your proposal favorably. This is because personalization can appeal to their emotions, making your offer more compelling. It can also help to reduce the uncertainty of the stronger party's future if they pass up your offer. Personalization can take various forms, such as a handwritten letter or an in-person meeting, which can add a personal touch and show your commitment and sincerity.
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What information should you share at this stage? Since formal offers have not been put forth, it is appropriate at this point to give "signals" regarding the strength of your leverage and your goals or expectations. If your leverage is not strong, you can increase it somewhat by playing up the "uncertainty of the stronger party's future if it passes up your offer." Or, you can acknowledge your situation and appeal to their emotions, "personalizing" your offer as much as possible with things like a handwritten letter or an in-person meeting.
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Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social science and psychology research on negotiation. Get...
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